#KevinBeales is CEO of #Refract.ai. Refract is a canny technology that uses #AI to help managers and salespeople slice and dice sales conversations with prospects and customers. 

Imagine being able to break down every second of a call to understand talk time between seller and buyer, the kind of language used to persuade or dissuade a prospect, the verbs and adjectives, the use of silence or the propensity to fill silence with the sound of the seller's voice.

These technologies are potentially incredibly useful for managers who can use the data to coach and deliver predictable performance improvement of individual salespeople.

Kevin shares some of the frequently UNasked questions that CXOs should be asking but aren't. We dissect the gaps in management coaching capability that have led to the shocking statistic that in 2019 on 13% of sales teams worldwide hit quota and only 44% of individual, full time, "professional" salespeople hit their quota.

As we face another downturn, it is more important than ever that managers invest sufficient time, consistently, in helping their salespeople improve. In particular, skills like prospecting, qualification and heading of stalls and put offs are key. But these tools can also help senior executives identify gaps in their management layer.

Contact Kevin via LinkedIn: https://www.linkedin.com/in/kevinbeales/